Well Defined Roles Boost Sales

(Boonton, NJ, January 27, 2017) —
Sasha Farmer runs a top-producing team in
Charlottesville, VA, and she proudly lists all the real
estate tasks she eagerly outsources to others.

Farmer doesn’t update her Facebook page, she
doesn’t show up for home inspections, and she
definitely doesn’t put signs in the yard.

"If you see me installing a sign at your house,
something is wrong," Farmer says. "That is not the
highest and best use of my time."

Instead, Farmer has established clearly defined roles
for her team, which operates at Montague, Miller &
Associates.

Her goal is to generate 40 leads a month, and convert
eight of those leads into closings.

Her strategy includes sending a glossy hardcopy marketing piece to the
seller before the listing appointment. She also asks
that sellers fill out a "homework sheet" that
includes such documents as floor plan, survey, mortgage
balances, and other information.

The idea is to maximize her time at the listing
presentation.

"I’m not going to roll into your house and be left
in the kitchen while you’re upstairs going through
filing cabinets," Farmer says. "If I get to the
listing and [the sheet] is already filled out, I know
I’ve won that listing."